Negotiations 2400-ZU2WW072
The course covers several topics:
1. Verbal and non-verbal communication (4 hours)
2. The rationality in negotiations and preparing for negotiations (2 h)
3. Negotiative strategies and tactics (6 h)
4. Managing/ solving conflicts as a specific negotiating situation (4 h)
5. Negotiations from the organizational perspective (3 h)
6. International negotiations (4 h)
7. Negotiations workshops (8 h)
Type of course
Learning outcomes
As a result of the course completion a student is able to:
- analyze verbal and non-verbal communication with regard to factors enhancing and reducing the effectiveness of the communication
- knowlingly shape his communication attitude in order to maximize the communication effectiveness
- describe various negotiative strategies and technics
- use numerous negotiative strategies and technics for reaching goals of negotiations
- identify factors connected with organizational and national culture that influence the process and outcomes of negotiations
- make an intruductive plan of the process of organizational negotiations
- describe the charakteristics of negotations in the context of conflict management
KW01, KW02, KW03, KW04, KU01, KU02, KU03, KU04, KU05, KU06, KU07, KK01, KK02, KK03
Assessment criteria
Students acquire grades for both individual and groups work.
Students team-work participating in negotiations workshops - the teams compete with each other conducting negotiations accordingly to the negotations scenario. The evaluation concerns the propriaty of the use of negotiations technics and the outcome of negoations.
The individual work of each student consists in writing an essay on a case study of negotiations situation (e.g. in business, international relations oraz even in politics). The essay should cover the aim, process, technics and outcomes of the specific negotiative problem.
Bibliography
Robert A. Rządca, Paweł Wujec, Negocjacje, Polskie Wydawnictwo Ekonomiczne, 1999
Robert A. Rządca, Negocjacje w interesach, Polskie Wydawnictwo Ekonomiczne, 2003
Magdalena Kendik, Negocjacje międzynarodowe, Wyd. Difin, 2009
Anna Winch, Sławomir Winch, Negocjacje: jednostka, organizacja, kultura, Wyd. Difin 2005
Negocjacje, tłum. A. Doroba, Harvard Business Essentials, 2004
Piotr Wachowiak, Profesjonalny menedżer, Wyd. Difin, 2001
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: